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Question 1

economic buyers

Answer 1

people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money

Question 2

economic needs

Answer 2

concerned with making the best use of a consumer’s time and money-as the consumer judges it

Question 3

discretionary income

Answer 3

what is left of income after paying taxes and paying for necessitites

Question 4

needs

Answer 4

basic forces that motivate a person to do something

Question 5

wants

Answer 5

needs that are learned during a person’s life

Question 6

drive

Answer 6

a strong stimulus that encourages action to reduce need

Question 7

physiological needs

Answer 7

concerned with biological needs-food, liquid, rest, and sex

Question 8

safety needs

Answer 8

concerned with protection and physical wellbeing -health, financial security, medicine, and exercise

Question 9

social needs

Answer 9

concerned with love, friendship, status, and esteem-things that involve a person’s interaction with others

Question 10

personal needs

Answer 10

concerned with an individuals need for personal satisfaction-unrelated to what others think or do

Question 11

perception

Answer 11

how we gather and interpret info from the world around us

Question 12

selective exposure

Answer 12

our eyes and minds seek out and notice only info that interests us

Question 13

selective perception

Answer 13

we screen out or modify ideas, messages, and info that conflict with previously learned attitudes and beliefs

Question 14

selective retention

Answer 14

we remember only what we want to remember

Question 15

learning

Answer 15

a change in a person’s thought process caused by prior experience

Question 16

cues

Answer 16

products, sighs, ads, and other stimuli in the environment

Question 17

response

Answer 17

an effort to satisfy a drive

Question 18

reinforcement

Answer 18

when the response is followed by satisfaction-reduction in the drive

Question 19

attitude

Answer 19

a person’s point of view toward something

Question 20

belief

Answer 20

a person’s opinion about something

Question 21

expectation

Answer 21

an outcome or event that a person anticipates or looks forward to

Question 22

trust

Answer 22

the confidence a person has in the actions of another person, brand, or company

Question 23

psycho-graphics (lifestyle analysis)

Answer 23

the analysis of a person’s day to day pattern of living as expressed in that person’s activities interests and opinions

Question 24

empty nesters

Answer 24

people whose children are grown and who are now able to spend their money in other ways

Question 25

social class

Answer 25

a group of people who have approximately equal social position as determined by others in society

Question 26

reference group

Answer 26

the people to whom an individual looks when forming attitudes about a particular topic

Question 27

opinion leader

Answer 27

a person who influences others

Question 28

culture

Answer 28

the whole set of beliefs attitudes and ways of doing things of a reasonably homogeneous group of people

Question 29

purchase situation

Answer 29

takes into account the purpose time available and location where a purchase is amde

Question 30

extensive problem solving

Answer 30

putting a lot of effort into deciding how to satisfy a need

Question 31

limited problem solving

Answer 31

putting some effort into deciding how to satisfy a need

Question 32

routine response behavior

Answer 32

regularly selects a particular way of satisfying a need

Question 33

low-involvement purchases

Answer 33

purchases with little importance or relevance to the consumer

Question 34

dissonance

Answer 34

a feeling of uncertainty about whether the correct decision was made

Question 35

adoption process

Answer 35

the steps individuals go through on the way to accepting or rejecting a new idea
awareness, interest, evaluation